Distributors

Many
analysts have predicted 2017 to be the year of tech breakthroughs. But with a
number of these technologies constantly evolving and other new technologies
coming into play, which areas are most lucrative for partners to bank on?

Key leaders across Microsoft have provided their perspective on the greatest
opportunities they see for partners in 2017.

Microsoft corporate vice-president, Chris Weber, said the best way partners can
create opportunity this year is to help customers embrace the new digital
economy.

“Today, most companies are also becoming a technology business. In fact, IDC reports
that 70 per cent of the top 500 global companies will have dedicated digital
transformation and innovation teams by the end of 2017.

“From
running eCommerce sites to apps or inventing entirely new revenue streams by
digitising products and processes–the new digital economy is changing the face
of business,” he said.

Weber
mentioned that with cognitive services and artificial intelligence (AI) becoming
increasingly important, CEOs and business owners are wanting to use digital
transformation, machine learning and the IoT to improve customer engagement,
empower employees, optimise operations, and transform products.

“According
to IDC, investment in digital
transformation initiatives will reach $2.2 trillion by 2019 (almost 60 per cent
more than this year) and by 2018, 75 per cent of
developer teams will include cognitive and AI functionality in one or more
applications.”

He
said partners have an opportunity in 2017 to capitalise on this by bringing
value-added services.

“Beyond
helping customers, partners can transform their own businesses, shifting
traditional business models from reselling or system integration to becoming
more managed service providers or ISVs,” he said.

Microsoft
corporate vice-president, Ron Huddleston, said specialisation is the way to go.

“Are
you still trying to do everything for everyone or have you identified what
you’re good at? There are many ways to differentiate – it doesn’t always mean creating a unique
app. With the technology advances driving digital transformation, industries
are regularly being reinvented.

“However,
transformation is not just limited to technology. Your processes, your
vertical, your customer identity, your go-to-market model can all be
differentiating factors – but to do that, you must know who you are at the
core,” he said.

He
added that partners differentiating their businesses by targeting verticals or
industries, establishing a technology specialisation, and building intellectual
property services are standing out in a competitive marketplace.

Slideshows

ARN Exchange: Channel discusses security spending priorities

Customers spending priorities, drawing up a security strategy for customers and partners, detailing how partners can increase profit through security and outlining key areas of market growth ahead were some of the topics discussed at the ARN Exchange event in Sydney. Partners got together to talk about the spending priorities of customers within the security market today and the skills required from partners to deliver those services. The event was in association with Juniper Networks, Webroot, Cloud Plus and Mimecast. Photos by Christine Wong.

What are the spending priorities of customers within the security market today and what are the skills required from partners to deliver those services? An overview of the security market in Australia was debated in the ARN Exchange event in Melbourne with discussions covering the customers spending priorities, drawing up a security strategy for customers and partners, detailing how partners can increase profit through security and outlining key areas of market growth ahead. The event was in association with Juniper Networks, Webroot, Cloud Plus and Mimecast. Photos by Raymond Korn.

The channel came together for the forth running of the ARN Emerging Leaders Forum in Australia, created to provide a program that identifies, educates and showcases the upcoming talent of the ICT industry.
Hosted as a half day forum, attendees heard from industry specialists as keynoters and panellists discussed leadership paths and career choices. Hall of Fame members and industry mentors​ hosted small groups of future leaders to mentor and advise.
This also marked ARN's inaugural 30 Under 30 Tech Awards, which recognised young talent in the Australian IT industry across technical, sales, marketing, management, human resources and entrepreneur categories.
Photos by Christine Wong.

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